One of those Books that Changes Things for You

[Salmon69]

High Probability Selling by Jacques Werth has always been a favorite of mine. IMHO most sales books are garbage, and do a novice salesman much more harm than good.

 

[benseattle]

I've read dozens, perhaps hundreds, of books on selling but the best I've ever seen about prospecting is from the astute Nick Murry. It's titled "The Game of Numbers[SIZE=-1][FONT=Arial, Helvetica, sans-serif].[/FONT][/SIZE]" and explains the necessity and common sense motivation behind prospecting. He discusses avoidance behaviors as well as the rewards that determined and consistent prospecting will earn.

I'm no shill for Nick but because I see this vastly over-priced at Amazon, I would strongly suggest buying directly from the nickmurray.com. There it's $40.00 but if that's too a high price to pay for a book that may start or re-invigorate your business, you're probably in the wrong profession.

Nick: "[FONT=Arial, Helvetica, sans-serif][SIZE=-1]Prospecting is The Game You Always Win If You Don't Stop Playing It."[/SIZE][/FONT]

 

[Justin Bilyj]

I've read dozens, perhaps hundreds, of books on selling but the best I've ever seen about prospecting is from the astute Nick Murry. It's titled "The Game of Numbers[SIZE=-1][FONT=Arial, Helvetica, sans-serif].[/FONT][/SIZE]" and explains the necessity and common sense motivation behind prospecting. He discusses avoidance behaviors as well as the rewards that determined and consistent prospecting will earn.

I'm no shill for Nick but because I see this vastly over-priced at Amazon, I would strongly suggest buying directly from the nickmurray.com. There it's $40.00 but if that's too a high price to pay for a book that may start or re-invigorate your business, you're probably in the wrong profession.

Nick: "[FONT=Arial, Helvetica, sans-serif][SIZE=-1]Prospecting is The Game You Always Win If You Don't Stop Playing It."[/SIZE][/FONT]

I have heard of that book, and its on my list. If its that much on Amazon, looks like there might be an arbitrage opportunity...

 

[Artash]

Thanks for sharing! I will give it a try!

 

[Tampa Bay Rep]

Another good book on how to put together your marketing message to separate yourself from the competition for emails, letters, postcards, etc. is a book titled Monopolize Your Marketplace by Rich Harshaw.

 

[xrac]

I hardly read any sales books anymore, although I devoured them previously. That being said, I read "Go for No" a year or so back and it put over $1,000 in my pocket immediately. I was hesitating to ask a client for more business, then I figured I would give him a chance to say no. I sold the an additional life policy that I didn't think I would get just by asking.

Of all the books I read, here are the four that had the biggest impact on my business:

1. Building a Financial Services Clientele (One Card System): This book taught me there is a system to building a business, instead of winging it and trying to get lucky. It's kind of like buying a franchise model to building a life insurance clientele.

2. You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler: This book combined with a 1 1/2 years in Presidents Club helped me to become a professional salesman and taught me there is a defined process to selling: Pain, Money, and Decision are the three critical elements along with making Up Front Contracts. It also made me proud to be in sales and to expect to be treated professionaly during the selling process.

3. Saturday Always Comes by Burt Meisel: The "Three Ways to Pay" presentation changed my life for the better in selling permanent life insurance. This is the best and simplest life insurance sales presentation out there. I also love Burt's take on doing what you need to do in a relaxed manner, knowing the work will pay off if you stay at it. Before Burt Meisel passed away, his column "Is this about insurance?" in Life Insurance Selling magazine was something I looked forward to reading each month. A lot of insight into the business.

4. High Touch Selling by John Savage: Two maing things I got from this book: 1. The "Three Circles" financial planning fact finding/presenation method. I use this all the time and clients get it. At annual reviews, I tell clients, "Let's update your circles." 2. The importance of annual reviews to build a sticky, loyal clientele.

I got all sorts of other things from reading other sales books, but those four had the biggest, most lasting impact on my business.

Full Throttle has nailed it. I agree these are four great books!

 

[vanquishV12]

I second that. The BEST book I read on prospecting.

I've read dozens, perhaps hundreds, of books on selling but the best I've ever seen about prospecting is from the astute Nick Murry. It's titled "The Game of Numbers[SIZE=-1][FONT=Arial, Helvetica, sans-serif].[/FONT][/SIZE]" and explains the necessity and common sense motivation behind prospecting. He discusses avoidance behaviors as well as the rewards that determined and consistent prospecting will earn.

I'm no shill for Nick but because I see this vastly over-priced at Amazon, I would strongly suggest buying directly from the nickmurray.com. There it's $40.00 but if that's too a high price to pay for a book that may start or re-invigorate your business, you're probably in the wrong profession.

Nick: "[FONT=Arial, Helvetica, sans-serif][SIZE=-1]Prospecting is The Game You Always Win If You Don't Stop Playing It."[/SIZE][/FONT]

 

[plewi003]

Make sure you read and listen to one of the all times greats, Napoleon Hill. Any of his writings are a must. However you must read Think & Grow Rich. I have read this 6 times, and listed to it twice already. My favorite all time.

 

[LanceEVS]

That's one of the highest reviewed books I've ever seen on Amazon. Will have to check this out.

 

[plewi003]

Buy the book to read, then buy the audio book. It really reinforces the logic.